i n o v i
May 17, 2024
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Yard Management Solutions Embraces Salesforce

How an Innovator in Distribution and Supply Chain Yard Management Overhauled Its Business with Salesforce Sales Cloud, Service Cloud, Experience Cloud, and Account Engagement (Pardot).

Yard Management Solutions (YMS), a leading innovator in dependable yard management systems for supply chain management and distribution centers, had outgrown its customer relationship management (CRM) platform.

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YMS wanted to enhance customer support, empower employees to reduce ticket case load through knowledge base articles, manage the sales pipeline more effectively, allow prospective customers to schedule live product demos, and create a nurturing program with drip email campaigns and other outreach to keep customers and prospects more engaged.

YMS’s leadership team decided to embrace Salesforce and migrate from a mix of legacy systems, including Zoho, HubSpot, and Google Sheets, to Salesforce Sales Cloud, Service Cloud, Experience Cloud, and Account Engagement (Pardot). However, they were concerned about the complexity of migrating so many crucial systems simultaneously, ensuring data preservation and protection, especially since much of the data was spread across numerous Google Sheets with inconsistent columns and labels. Additionally, initial quotes from other vendors were cost prohibitive and out of their budget range.

A Salesforce Account Executive connected YMS with Inovi Solutions, and we collaborated on a plan to seamlessly migrate operations and data records to the Salesforce platform in a few months — achieving significant cost savings.

Yard Management Solutions wanted to embrace Salesforce, but they worried about protecting and preserving hundreds of thousands of data records.

The Challenges: Embracing Salesforce and Protecting Hundreds of Thousands of Data Records

We met with the leadership team at YMS to understand their current processes and their vision for future automation and enhanced customer experience, enabling the business to scale and grow more efficiently.

Inovi Solutions created a plan to adopt and migrate to Salesforce Sales Cloud, Service Cloud, Experience Cloud, and Account Engagement (Pardot) within a tight timeframe of just three months. We developed a customized CRM interface, ticket management system, scheduling tool for live demonstrations, branded portal with knowledge base articles, and marketing cloud with automated email campaigns and engagement studio functionality.

The data migration was challenging due to data spread across numerous Google Sheets, HubSpot, Zoho, and other accounts, coupled with inconsistent nomenclature and naming conventions. We invested significant time and effort in data matching and reconciliation to ensure their most valuable asset—customer data—was both protected and preserved.

Inovi Solutions also trained employees on how to use their new Salesforce platform and provides ongoing support and development as their business needs and customer expectations evolve.

“Inovi Solutions preserved, protected, and reconciled hundreds of thousands of data records across several platforms while migrating Yard Management Solutions to Salesforce.”

Successful Migration and Enhanced Functionality

Yard Management Solutions now uses a custom-developed and configured Salesforce platform, including Sales Cloud, Service Cloud, Experience Cloud, and Account Engagement (Pardot).

Customers can request live demos that are automatically scheduled, helping move warm prospects through the sales pipeline more quickly. The new Sales Cloud CRM functionality provides the team with tools to cultivate relationships with clients and respond more effectively to their needs.

Employees are more productive and efficient thanks to the new automated ticket management system on Service Cloud, and the knowledge base articles in Experience Cloud help them resolve cases quickly and provide detailed information to customers. This also offers more transparency to customers, allowing them to view their ticket history.

YMS is using Salesforce Account Engagement (Pardot) to develop closer relationships with customers, promote new functionalities and service offerings, and gain insights into customer interactions.

Inovi Solutions successfully migrated Yard Management Solutions to the Salesforce platform in just a few months, achieving significant cost savings compared to previous estimates from other vendors.